1: “Picture a room with about 10 people from Ford sitting around a table,” Erik Peterson and Tim Riesterer write in their book Conversations That Win the Complex Sale.…
1: Sure. Not getting and keeping your prospect’s attention is a deal killer. But there’s something worse. Denial. “Your prospect’s denial that they have a…
1: “Imagine that you are a prospect,” Erik Peterson and Tim Riesterer write in their powerful book Conversations That Win the Complex Sale. Now, perhaps you are not a…
1: Looking for lighthearted conversation? You’re unlikely to find it if you visit the Button family on New Year’s Eve. “Our oldest daughter, Carly, is…
1: Imagine you are a salesperson. You and your prospect are sitting in a conference room. You are competing with several large, well-known competitors. By…
1: It’s Wednesday. “You park your car at your home airport. You get on a plane for a business trip,” Erik Peterson and Tim Riesterer write in their…
1: How long do you have someone’s attention at the beginning of a meeting? About 10 minutes. That’s it, Erik Peterson and Tim Riesterer write in their book Conversations…
1: Imagine a beautiful summer morning on Lake Erie. “The sun’s out, but there’s just enough breeze to keep you comfortable. It’s not too hot…
1: “It’s harder to confess in areas where I am proficient,” Terry Looper writes in his book Sacred Pace: Four Steps to Hearing God and Aligning Yourself…
1: You have a decision to make. What’s your natural instinct? Speed up? Get it done? Move forward? Terry Looper suggests a different path. “Instead…